Archives for August 2013

Go ahead do it now. I do it regularly to get a sense of how my content and marketing is being represented in the online world. Google brands us as we tell it to. It only publishes what we put out there, so if you want to be found and known for certain things – then that is what your content should reflect.

This article is about; well you guessed it, video. I’m a massive fan of multimedia, and any form of combining text, audio, still images, animation, interactive content forms and most importantly, video.

Do you struggle to turn contacts in to customers? Nett Sales specialises in providing hot leads for businesses through distribution channels.

Here is our 4 step process to help you turn your contacts into customers:

Decide who your whole market is: There are lots of businesses you COULD send to but who SHOULD you be sending it to?

Send a series of emails to this contact list: It is important to build trust with your contacts; this can be done by sending bits of your knowledge and your experience. The aim is to build your credibility over a period of months.

Qualify: Just because contacts have shown interest doesn’t mean they want to buy from you. There are a few reasons that people click, they are generally interested in what you have to offer or just nosey and bored. Telemarketing is an important part of the process. This allows you to remove all the just being nosey and board contacts so you can get to the ones who are interested whether it is today or at some point in the future.

Repeat: Once the contacts that are ready to buy are passed to your sales team, it’s important to repeat this process. This allows you to build trust over a period of time with contacts until they are ready to be fed to your sales team.

In the past we have helped many businesses like yours to boost their sales process. You can see some examples here.

The reliance on content in marketing strategies has been phenomenal, and this leaves us to realize the importance of email. E-mail was and will remain a critical passage for tailored content to be shared with clients, colleagues, and prospects. Yes, social media can greatly communicate one’s expertise to the public, but it will never replace the significant function of e-mail marketing in sales lead generation.

We plan client campaigns 3 months ahead in detail and 6 months forward in outline. This requires a structure and careful control to make sure that nothing gets lost. This is a typical schedule we may use:

Week 1

Week 2

Week 3

Week 4

Month 1

Knowledge share email sent

Follow up email sent to contacts that engage with email in week 1

Telephone follow up with best engaged contacts from both campaigns

Month 2

Knowledge share email sent

Call back contacts from last month

Telephone follow up from last week’s email

Direct, single issue email sent to all contacts

Telephone follow up 20 minutes after contact clicks on key link

Month 3

Knowledge share email sent

Follow up email sent to contacts that engage with email in week 1

Telephone follow up with best engaged contacts from both campaigns

Month 4

Knowledge share email sent

Telephone follow up 20 minutes after contact clicks on key link

Follow up email sent to all contacts engaged to date

Telephone call backs for all previously called contacts

Month 5

Knowledge share email sent

Telephone follow up with lapsed leads

Direct, single issue email sent to all contacts

Telephone follow up 20 minutes after contact clicks on key link

Month 6

Knowledge share email sent

Qualification email to non-respondents

Telephone follow up with best engaged contacts to date

As you will see from this schedule, each month has key activities with a different focus depending on the month in question. In this case, the client identified external events in their market to reference in the campaign that would make contacts more likely to engage at that point, so the campaign and phone activity in those months was skewed accordingly.

B2B marketers know that storytelling is a key part of their marketing arsenal. Psychology has confirmed that stories make audiences drop their intellectual defences. Stories basically act as Trojan Horses, getting the audience to lower their Marketing Defense Systems*.

Signing up to receive a retailer’s email newsletters always seems like a good idea at the time, but it’s almost inevitable that at some point the relationship will sour and you’ll be forced to search for the unsubscribe button.

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Something about us

Over the past six years we have developed and refined a sales process for generating business using a combination of targeting, email marketing, letters, events and follow up telephone calls. We call it Nett-Sales.
This process is working well for a range of businesses. As a sales method, Nett-Sales is suited to businesses that need more sales and to stay close to customers. The goal of this programme is to create “perfect” enquiries for you.
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